Special Abstract Section: National Conference in Sales Management

Sales managers need a practical means for evaluating returns from investments in sales technology implementations (including sales automation and sales-based customer relationship management systems). This research proposes a behavioral process model approach that can be applied to evaluate sales technology implementations. We develop and test the model with data collected from the sales force of a major consumer packaged goods company. The results indicate that a salesperson’s technology orientation has a direct impact on internal role performance, and it affects performance with customers through a double-mediated mechanism involving the effective use of information and smart selling behaviors (planning and adaptive selling). Sales managers can influence sales technology orientation by providing better internal technology support, considering technology orientation along with customer’s approval of technology in account assignments, and understanding the probability of negative effects through a salesperson’s experience. In our sample, salesperson experience correlates with age, suggesting a “generation gap” effect on sales technology orientation.     

Special Abstract Section: 2003 National Conference in Sales Management

Each year, Pi Sigma Epsilon sponsors a National Conference in Sales Management (NCSM) in conjunction with its annual convention. JPSSM is pleased to present a special section containing the abstracts of the papers presented at the 2003 NCSM, held April 10–12 in Cincinnati. The papers summarized below represent a broad collection of interesting and timely topics. Any queries regarding the papers may be sent to Scott Inks, Special Abstract Section Editor, at sinks@bsu.edu.     

Special Abstract Section: 2011 National Conference in Sales Management

Each year, Pi Sigma Epsilon sponsors the National Conference in Sales Management (NCSM) in conjunction with its annual convention. JPSSM is pleased to present this special section containing the abstracts of the papers presented at the 2011 NCSM, which was held in Orlando, FL, March 30–April 2.     

Special Abstract Section: 2006 National Conference in Sales Management

Each year, Pi Sigma Epsilon sponsors the National Conference in Sales Management (NCSM) in conjunction with its annual convention. JPSSM is pleased to present this special section containing the abstracts of the papers presented at the 2006 NCSM, which was held March 2–4 in Minneapolis, MN.     

Special Abstract Section: 2008 National Conference in Sales Management

Each year, Pi Sigma Epsilon sponsors the National Conference in Sales Management (NCSM) in conjunction with its annual convention. JPSSM is pleased to present this special section containing the abstracts of the papers presented at the 2008 NCSM, which was held March 26–29 in Dallas, TX.     

Special Abstract Section: 2005 National Conference in Sales Management

Every year, Pi Sigma Epsilon sponsors the National Conference in Sales Management (NCSM) in conjunction with its annual convention. JPSSM is pleased to present a special section containing the abstracts of the papers presented at the 2005 NCSM, held March 2–5 in Miami Beach, Florida. The papers summarized below represent a broad collection of interesting and timely topics. Any queries regarding the papers may be sent to C. David Shepherd, NCSM Abstract Section Editor, at dshepherd@kennesaw.edu.     

Special Abstract Section: 2004 National Conference in Sales Management

Every year, Pi Sigma Epsilon sponsors a National Conference in Sales Management (NCSM) in conjunction with its annual convention. JPSSM is pleased to present a special section containing the abstracts of the papers presented at the 2004 NCSM, held April 15–17 in Reno, Nevada. The papers summarized below represent a broad collection of interesting and timely topics. Any queries regarding the papers may be sent to C. David Shepherd, NCSM Abstract Section Editor, at david_shepherd@coles2.kennesaw.edu.